A well-executed brand embrace strategy turns prospects into customers, customers into brand loyalists, and loyalists into advocates.
At my agency we've developed a philosophy and approach we call the "Brand Embrace." The term describes the sum total of all the digital relationships that organizations can create with their prospects and customers. In a brand embrace, a company uses all its marketing efforts to truly connect with their target audience in a lasting way to leverage the multiple points of contact consumers access in their daily lives. It identifies and capitalizes on every potential point of connection companies can create with their target consumers and customers and leverages those connections with timely and valuable engagement. It brings together all forms of digital (search, display, social, email, marketing automation, CRM, tracking, and reporting) into a single synergistic platform. A well-executed brand embrace strategy turns prospects into customers, customers into brand loyalists, and loyalists into advocates.
The Social Media Brand Embrace
Clearly social media marketing is, and will increasingly be, central to companies creating a comprehensive brand embrace platform. In most ways, it already is; it hasn't just been defined as the brand embrace. Why are companies who are engaged in social media marketing zealously working to acquire friends, fans, and followers? Because they're trying to make lasting connections - they're trying to create a brand embrace. The key, though, is to look at social connections as a gateway to more intimate and solid connections. Now, you may say this is obvious - but how often is it done? How often do you weave calls to action into your social and digital communications that cross-sell brand embrace connections? Fans to email subscribers, site visitors to fans, Twitter followers to LinkedIn followers, email subscribers to Facebook fans, etc.
Adopting the Brand Embrace Philosophy
To create and sustain a true brand embrace requires a shift in the focus of an organization's offline and online marketing efforts. It's not just about branding and impressions anymore - it's about connecting and engaging, or embracing. It means changing the goals of marketing from "reaching and communicating with our target audience" to "reaching and embracing our target audience." In other words, it constantly asks, "How do we create a brand embrace?" Then, with a brand embrace we create stronger consumer connections via the first engagement when the bond was created - it provides for sustained communications and engagement. It complements reach and frequency.
Brand Embrace Tactics
How do you engage prospects and customers in a brand embrace? Here are a few tips and tactics:
Is the Brand Embrace Annoying? No, It's Mostly Opt-In
If done correctly (or politely), the brand embrace isn't annoying. In fact, the idea is to make the ongoing engagement that the full brand embrace facilitates valuable.
The key is to remember these facts:
The Result of the Brand Embrace
The end result of the brand embrace is a powerful platform that ties all your marketing and advertising efforts together. It creates a mass marketing asset that bypasses media gatekeepers (the media and vendor organizations that charge you to reach your target audience) to build your brand, drive leads, drive retail traffic, and, of course, drive sales.
On the heels of a fantastic event in New York City, ClickZ Live is taking the fun and learning to Toronto, June 23-25. With over 15 years' experience delivering industry-leading events, ClickZ Live offers an action-packed, educationally-focused agenda covering all aspects of digital marketing. Register today!
As founder and CEO of Overdrive, Harry Gold is the architect and conductor behind the company's ROI-driven programs. His primary mission is to create innovative marketing programs based on real-world success and to ensure the marketing and technology practices that drive those successes are continually institutionalized into the culture and methods of the agency. What excites him is the knowledge that Overdrive's collaborative environment has created a company of online media, SEM, and online behavioral experts who drive success for the clients and companies they serve. Overdrive serves a diverse base of B2B and B2C clients that demand a high level of accountability and ROI from their online programs and campaigns.
Harry started his career in 1995 when he founded online marketing firm Interactive Promotions, serving such clients as Microsoft, "The Financial Times," the Hard Rock Cafe, and the City of Boston. Since then, he has been at the forefront of online branding and channel creation, developing successful Web and search engine-based marketing programs for various agencies and Fortune 500 companies.
Harry is a frequent lecturer on SEM and online media for The New England Direct Marketing Association; Ad Club; the University of Massachusetts, Boston; Harvard University; and Boston University.
Hong Kong, May 5-6, 2015
Gartner Magic Quadrant for Digital Commerce
This Magic Quadrant examines leading digital commerce platforms that enable organizations to build digital commerce sites. These commerce platforms facilitate purchasing transactions over the Web, and support the creation and continuing development of an online relationship with a consumer.
Paid Search in the Mobile Era
Google reports that paid search ads are currently driving 40+ million calls per month. Cost per click is increasing, paid search budgets are growing, and mobile continues to dominate. It's time to revamp old search strategies, reimagine stale best practices, and add new layers data to your analytics.
May 6, 2015
12:00pm ET/9:00am PT